A Multilevel Approach to Investigating Cross-National Differences in Negotiation Processes

No metrics data to plot.

The attempt to load metrics for this article has failed.

The attempt to plot a graph for these metrics has failed.

The full text of this article is not currently available.

Brill’s MyBook program is exclusively available on
BrillOnline Books and Journals. Students and scholars affiliated with an
institution that has purchased a Brill E-Book on the BrillOnline platform
automatically have access to the MyBook option for the title(s) acquired by the
Library. Brill MyBook is a print-on-demand paperback copy which is sold at a
favorably uniform low price.

The impact of the psychological states of the negotiators, the social conditions of negotiations, and the behavior of negotiators on the outcomes of negotiations differs from country to country. Various suboptimal, individual-level, and country-level solutions have been suggested to predict and explain such cross-national variations. Drawing inspiration from a series of cross-cultural studies on job satisfaction and motives for volunteer work that successfully employed multilevel modeling, we propose a multilevel research approach to more accurately examine the generalizability of negotiation models across countries.

10.1163/1571806053498724

/content/journals/10.1163/1571806053498724

dcterms_title,pub_keyword,dcterms_description,pub_author

10

5

Full text loading...

A Multilevel Approach to Investigating Cross-National Differences in Negotiation Processes